Sales Consultant

In this position, the incumbent is accountable to manage customer relationships to ensure customers receive value and Return on Investment from Air Liquide products and services. Recognizing opportunities for cross-selling and up-selling through regular contact, including face to face visits, and monitoring of Customer needs.

• Identifying opportunities and setting up meetings with other divisions and/ or stakeholders in current customer accounts.
• Acting as a strategic advisor to all appropriate stakeholders within a customer account through continued research and detailed analysis to understand and anticipate customer needs.
• Follow up and monitor customer queries and complaints through effective interdepartmental communication to ensure timeous resolution.
• Conducting and performing cylinder audits, report on customer satisfaction surveys, recording near misses and tracking and assisting with collection of customer payments within defined payment window (Debtor Days).
• Establish open communication channels between the customer and relevant departments within Air Liquide to ensure customer satisfaction.
• Prospecting on a consistent basis through cold calling, customer referrals and networking to obtain appointments with appropriate stakeholders and conduct effective preparation for appointments and engaging in continuous research on: Customer needs, current market position, Industry opportunities and challenges.
• Following the Air Liquide sales engagement process in all interactions, including both telephonic and face-to-face meetings.
• Setting-up and executing meetings with prospective Customers to diagnose needs, create value and present solution offerings.
• Negotiating competitive pricing structures and contracts that ensures profitability for Air Liquide and effective service delivery to customers.
• Construct financial agreements (Profit and Loss) and diagnostic findings on customer needs (Defining Customer Needs) for internal approval.
• Communicate and negotiating price increases timeously and effectively to customers, contributing to monthly sales related reports
• Reporting on contributor activity and information.
• Tracking sales performance against targets
• Engaging in consistent research to build a thorough knowledge and understanding of territory, current industry, market and competitor trends and developments.
• Monitor and research development and changes in assigned territories.

Educational requirements

• Degree/Diploma in Sales and Marketing or Engineering
• Valid driver's license

Experience

• 3 years minimum sales experience in gas or related industry

Knowledge and Know-how specific to the job

• Operate autonomously
• Strategic prospecting through cold calling, referrals and networking
• Knowledge of a consultative and diagnostic sales process in a B2B sales environment with long sales cycles
• Business acumen including knowledge of business sectors, current market and industry status
• New business development
• Account management and post-sale relationship management
• Strong negotiation skills